2023 Account Executive Salary Guide | Biggest Salary Impacts Revealed!

Discover the current state of the Account Executive salary in 2023. See how location, title, and experience impact your potential salary.

(All salary figures are current as of January 30, 2023.)

Does an AE’s career growth match their earnings growth?

Where do I go from here?” If you’re a Business Development Representative with your sights set on bigger and better things in your career, taking the next step into an Account Executive role makes a lot of sense.

It’s an opportunity to develop and hone new skills, as you take on full-cycle sales responsibilities. It opens new doors in your career, with more than 175,000 Account Executive-specific jobs listed on our Job Board. It can even kickstart your progress through successive leadership roles, such as BDR Manager, Sales Manager, Director of Sales, and even C-Suite Executive positions.

Current benefits: Check. Long-term benefits: Check. But what about the pay? Can you expect your salary to grow alongside your career prospects? And what can you do to push your potential forward faster?

That’s what we’re here to talk about! Read on as we dive deep into the salaries earned by Account Executives and the factors that make the most impact on what you bring home.

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A Day In The Life: Breaking Down the Account Executive Role

Account Executives are front-line experts in the entire sales process, leading customers from discovery to pitching to closing deals.

As an Account Executive, you’ll spend your days turning qualified prospects into won sales and generating revenue for the organization as a whole. That means you’ll spend a good deal of time talking directly with customers, discovering their needs, and finding a solution that fits. You’ll be managing your sales pipeline through different stages of the sales process, and juggling many accounts at once. You’ll also work collaboratively with your sales team to hit sales quotas and meet broader organization goals.

There’s no one-size-fits-all sales schedule, but on a typical day, you may find yourself…

• Conducting discovery sessions to unearth pain points and opportunities for sales
• Creating and giving presentations to prospective or existing customers
• Educating prospects about detailed features and benefits of your product or service
• Following up with prospects about their questions and next steps
• Collaborating with colleagues within and outside of your team to solve customer problems

Account Executive roles aren’t typically entry-level positions, which is why employers typically require between 4 to 7 years of related experience. The vast majority of Account Executives also hold a bachelor’s degree in fields like communications, marketing, and business administration.

5 make-or-break Account Executive skills…

• Interpersonal skills
• Communication skills
• Time management skills
• Collaboration skills
• Negotiation skills

Account Executive Salary: Breaking Down The Averages

The average salary for an Account Executive ranges between USD$59,881 and USD$98,323 in the U.S. and between CAD$55,816 and CAD$69,110 in Canada.

Salaries vary widely depending on factors like performance, experience, credentials, average deal size, location, and sector. As an overview, the total range of salaries we encountered reached anywhere from USD$36,000 to USD$138,000 in the U.S., to CAD$38,000 to CAD$101,000 in Canada.

In the context of career growth, the jump in salary from a BDR position to Account Executive is potentially significant. In the United States, it translates to a salary increase of roughly USD$10,000 to USD$45,000. And in Canada, that increase is anywhere between CAD$7,000 and CAD$19,000.

But don’t forget other compensation like bonuses and commissions – because it can make up for a large swath of your earnings as an Account Executive. According to Glassdoor, people in this role earn an average of USD$29,821 in the United States and CAD$32,037 in Canada. That said, additional compensation can reach six figures, with the highest reported number in the U.S. at USD$162,000.

That’s a good start – but let’s break these salaries down even further, looking at the biggest factors that impact what you could earn.

Where Is The Biggest Bang For Your Account Executive Salary Buck?

Individual differences between companies, commissions, and candidates aside, we’ve identified the top three key factors that influence how much Account Executives can expect to earn in North America.

Years of experience

Generally speaking, an entry-level Account Executive salary — of someone with less than 1 year of experience — can be roughly 20% below average compensation, according to Payscale.

That sweet spot for growth lands in the 5 to 9-year window where AEs experience the largest jump in salary. Then again in the double-digit years when they peak at 25% to 37% above average.

The difference between an early-career and a late-career Account Executive salary is evident. Especially when comparing average salaries between junior and senior-level jobs:

Industry or sector

Tech as a sector is booming. There have been hundreds of billions of dollars invested in artificial intelligence, connectivity, bioengineering, clean energy, etc… reported since 2021.

So, it’s no surprise that AEs in tech-related companies lead the pack in earning potential. In fact, they account for the highest earners out of any sector in a recent study on AE salaries, topping US$200,000.

But the averages show a difference as well. U.S. tech sales AEs earn a base salary between USD$83,717 and USD$111,448.

Company location

The cost of living varies from city to city, as does the cost of doing business. It’s no surprise that there are geographical differences in average salaries for AEs.

Account Executive salaries across North America

A Full Account Executive Compensation Breakdown

Base salary is part of the compensation equation — because more often than not, an Account Executive will also earn bonuses and commissions for sales closed and targets hit.

• 100% fixed. You earn what’s on the box. Suitable for those who seek predictability and reliability in their paycheck... But with the drawback of limited earning potential.

• Variable-fixed split. You split your earnings! Part of your salary is a guaranteed minimum. Then, there is a part that rises or falls depending on your performance over a period of time. This is best if you want some stability with the opportunity to increase earnings. A variable-to-fixed ratio of 60:40 is typical for an Account Executive role.

• 100% variable. Your earnings depend entirely on what you sell each period. A great fit for top performers who want to maximize their earnings. And who can withstand some income volatility.

Though most salary platforms don’t collect specific information about commission structure, our digging shows that earning potential can more than triple, especially as you gain experience and move up in the role.

Additional compensation for U.S. Account Executives

(Including bonuses and commissions - USD)

Is remote work just a perk or (Does it Pay Better, too)?

For many Account Executives, remote work is no longer a perk; it’s an expectation. That’s particularly true in tech, where companies like Shopify, HubSpot, Dropbox, Square, and Spotify have enacted permanent hybrid or work-from-home positions, even as its doors opened for in-person or hybrid options should employees prefer to spend their hours on-premise.

Remote work suits and AEs work tasks. Prospecting, customer calls, presentations, meetings, and negotiations are a natural fit for the virtual world.

Remote employees often rave about added flexibility in their schedules, reclaiming time formerly spent commuting, saving money on gas and other costs, and even getting more productivity out of their day. But does that mean taking a salary hit?

But does that mean taking a salary hit? Here are the facts:

• Remote workers earn slightly more, according to Glassdoor data. Remote Account Executive” roles earn around $1,600 more than Account Executive” roles, though it’s important to note that not every remote job is so clearly labeled.
• Employees working in hybrid arrangements (splitting their time between home and office) report earning the most, according to Payscale. Full-time work-from-home employees come in second, ahead of their in-office counterparts.
• Pay isn’t always tied to location, meaning remote workers may be able to maximize their earnings by living in low-cost-of-living locations.

That said, research also suggests remote work can pose a trade-off for future opportunities, with nearly half of remote employees finding career progression more difficult.

Ready To Level Up Your Account Executive Career?

We’re here to help you find a fulfilling career in tech. Our hands-on programming is designed to achieve faster and better outcomes. Build your confidence (and resume), and connect with Coaches, mentors, and community leaders.

Uvaro’s 5-week Account Executive Foundations Course explores advanced full-funnel sales techniques. Build your deal-closing toolkit. Experiment with the technical and organizational tools needed to achieve successful account handoffs.

Practice the rapport-building, objection-handling, and negotiation skills you need. Learn to grow trusting relationships with customers while setting safe emotional boundaries.

Take charge of your career and take the next step with Uvaro today!